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  • Posted: Jan 22, 2021
    Deadline: Feb 4, 2021
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    Summit HR & Marketing Consulting team brings more years of combined experience in human resources consulting, strategy and management. Our consultants become an integral part of your management team, providing hands-on assistance with a variety of human resource concerns.
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    FMCG Modern Trade Executive

    Salary Range:ksh 70,000-ksh 80,000

    Job Summary

    Our Client in the FMCG industry is currently looking to hire a Modern Trade Executives.

    The jobholder will be responsible for driving Value Added product volumes and profit growth in the Modern trade Chains


    • Support the Head of sales and Marketing in developing and implementing strategies and tactical plans for supermarkets to ensure sustained business growth in the assigned customer market in line with the overall sales plans;
    • Achieve product availability targets through identifying and negotiating listings and targets for strategic focus brands to drive and maintain numeric distribution by product category; planning and execution of promotional activities.
    • Promote product affordability on price by ensuring adherence to Recommended Retail Price (RRP) guidelines per strategic focus brand by channel and outlet type;
    • Align sales functional excellence to changing market demands to the market need of the assigned portfolio to ensure sustained business operations and growth;
    • Establish and manage winning trading relationships with the key contacts in the allocated portfolio for the overall benefit of the business;
    • Execute key distribution, placement, pricing and promotion initiatives within assigned accounts to achieve target sales revenue in a profitable manner;
    • Effectively gather, interpret and utilize multiple information sources to develop customer-specific tactical plans and programs;
    • Work in collaboration with the sales coordinator to ensure that modern trades are fully serviced as per agreed SLAs.
    • Manage all credit sales of Value Added product ensuring they are within approved terms and follow all outstanding payments.
    • Supervise Merchandisers to ensure achievement of Value Added product sales and revenue targets; operations are efficient and within agreed route plans;

    Key Performance Indicators

    • Revenue growth
    • Relationship growth
    • Customer Upsell and Cross sell Revenue
    • Customer Retention Rate
    • Repeat Purchase Rate
    • Churn Rate
    • Customer Satisfaction Score (CSAT)or Net Promoter Score (NPS)
    • Time to Resolution (TTR)
    • Product Utilizationor Product Engagement


    • A minimum of 3 years’ result oriented Sales experience in modern trade especially with the tier 1, tier 2, and tier 3 supermarkets in FMCG industry is AMUST. Candidates without Modern trade experience will not be considered
    • A Bachelors’ degree/Diploma in a Business related field.

    Competencies & Attributes

    • High level of integrity
    • Customer focus
    • Driving execution
    • A good appreciation of financial management concepts and profitability analysis.
    • Ability to build and maintain strategic relationships.
    • Good understanding of the sales environment and existing markets.
    • Highly developed customer management skills.
    • Passionate about achieving sales targets.
    • Demonstrated problem solving abilities and solution implementation.

    Method of Application

    This job has expired. Application is no longer allowed

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